Ch 10

Question 1

The three prescriptions of a presentation strategy are​ ________.

Answer 1

establish​ objectives, develop a presale presentation plan to meet the​ objectives, and renew​ everyone’s commitment to provide outstanding customer service

Question 2

Objectives of the first prescription include​ ________.

Answer 2

understand needs and build or establish the relationship

Question 3

The second prescription discusses the need for a carefully prepared presentation plan that includes​ ________.

Answer 3

ensuring that all salespeople are well organized and prepared to achieve objectives

Question 4

Establishment of objectives for the sales presentation and preparation of the presentation plan must be guided by​ ________.

Answer 4

a strong desire to provide outstanding customer service

Question 5

The presentation strategy adds value by making sure the​ ________.

Answer 5

presentation is customized and adapted to meet the needs and time constraints of the prospect

Question 6

The first step in the preapproach process is​ ________.

Answer 6

preparing presale objectives and developing a presale presentation plan

Question 7

The second step in the preapproach process is​ ________.

Answer 7

making a favorable first​ impression, getting the​ prospect’s attention, and transitioning to need identification

Question 8

​A(n) _____ is something you want from the customer during the sales presentation.

Answer 8

action objective

Question 9

The key advantages of a sales team include​ ________.

Answer 9

discovering​ problems, solutions, and sales opportunities than an individual salesperson could discover working alone

Question 10

Team sales presentations require​ ________.

Answer 10

a more detailed precall plan than individual sales calls

Question 11

Team members should be given​ ________.

Answer 11

detailed information about the​ customer, understand the basics of consultative​ presentations, and be prepared to add value

Question 12

Adaptive selling involves​ ________ to improve communication with the customer.

Answer 12

altering sales behaviors

Question 13

Salespeople skilled in adaptive selling consider how​ ________ may enhance the sales presentation.

Answer 13

the​ relationship, product, and customer strategies

Question 14

In order to create a customized presale​ presentation, salespeople need to​ ________.

Answer 14

collect background information

Question 15

The six main parts of the presentation plan include​ ________.

Answer 15

​approach, need​ discovery, presentation,​ negotiation, close, and servicing the sale

Question 16

Prior to developing the presentation​ plan, the salesperson must answer one very important​ question: ________.

Answer 16

Do these activities relate to the​ customer’s buying​ process?

Question 17

A​ high-quality and professional approach is a powerful way to​ ________.

Answer 17

add value and differentiate yourself from your competitors

Question 18

If the approach is​ successful, the salesperson will be​ ________.

Answer 18

given the opportunity to make a sales presentation

Question 19

A major goal of​ ________ is to make a good first​ impression, build​ rapport, and establish credibility.

Answer 19

the social contact

Question 20

The business contact involves converting the​ prospect’s attention from the social contact to​ ________.

Answer 20

the sales presentation

Question 21

The social contact helps build rapport. Building rapport should lead to​ ________.

Answer 21

​credibility, which builds trust

Question 22

The​ _____ approach is also referred to as the elevator speech.

Answer 22

customer benefit

Question 23

Some of the most common approaches to arouse prospect interest in the presentation include​ ________.

Answer 23

​agenda, product​ demo, referral, customer​ benefit, question,​ survey, and premium

Question 24

​________ includes​ thoughts, feelings, and behavioral patterns that conspire to limit what a salesperson is able to accomplish.

Answer 24

Sales call reluctance

Question 25

Selling to the​ “gatekeeper” means​ ________.

Answer 25

aligning yourself with the person who schedules the decision​ maker’s appointments